Bill Barlas, Profoundly Certified Pro and Founder of Quick2Bid, shares his straightforward, trust-first approach to winning and delivering HubSpot projects. In this Pro Spotlight, Bill breaks down how independent consultants can build credibility fast, qualify leads effectively, and turn one-off projects into long-term client relationships. From crafting authentic profiles to running discovery calls that convert, Bill shows how transparency and responsiveness are the foundation of a thriving consulting business.
How to build trust early. Why speed and honesty matter more than slick sales talk — and how responding within minutes can set you apart.
Running better discovery calls. The exact questions Bill asks to uncover real client needs (and avoid AI-written briefs).
The profile “art project.” How to position yourself authentically without gaming algorithms or over-optimizing keywords.
Qualifying with confidence. How including pricing up front filters serious clients and shortens sales cycles.
Pricing that builds trust. Why fixed bids and small paid test projects reduce risk and accelerate decisions.
Proposals that win. The structure Bill uses — concise, confident, and focused on solving problems, not selling hours.
(00:00) Introduction to Bill and Quick2Bid
(02:40) Why speed matters in B2B consulting
(05:15) The anatomy of a great discovery call
(09:30) Building a Profoundly profile that attracts the right clients
(13:45) Common mistakes experts make when qualifying projects
(18:10) How to price and scope small “trust-first” projects
(23:55) Following up effectively and staying top-of-mind
(33:20) Final thoughts: “Respond fast, tell the truth, help first.”
Brian Garvey: Welcome to this week’s Pro Spotlight Series, where we get tactical with real HubSpot professionals — no fluff, no theory, just practical approaches that make a difference. Today, I’m joined by Bill Barlas, a Profoundly Certified Pro and Founder of Quick2Bid, to talk about pricing, discovery calls, closing deals, and everything in between.
Bill Barlas: Thanks for having me. Profoundly’s been a big part of my business, and I’m excited to share what’s working.
Bill: I’m the CEO and Co-Founder of Quick2Bid. We focus on integration work and CPQ — inquiry-to-cash, quote-to-order, and automation. I’ve been in tech for over a decade, originally in industrial engineering and quoting software. About four years ago, I went all-in on consulting, and it’s been growing ever since.
Brian: Your Profoundly profile is strong — did it evolve over time?
Bill: A little, but I’m not into gaming systems or SEO tricks. You can’t shortcut value. When I wrote my profile, I asked myself, “What do I actually do well? Where do I bring value?” Then I just told the truth. Make your profile an art project about the value you bring to the HubSpot ecosystem. Don’t overthink keywords — help people see how you can solve their problem.
Bill: I avoid making my profile too tool-specific. We partner with PandaDoc, HiveCPQ, Excite, and others, but I don’t list every integration. If I say I’m a “Celigo expert,” someone who just needs general integration help might assume I can’t help them. I want to focus on solutions to problems, not a long list of tools.
Brian: Let’s talk about discovery calls. We’ve seen conversion rates jump when Pros connect quickly.
Bill: Speed matters — a lot. In B2B, the fastest responder wins. When someone reaches out for help with HubSpot, it’s top of mind in that moment. If you respond fast — ideally within 15 minutes — you’ll usually win the project. Deals stall when there’s friction or delay.
Bill: When I see a project, I read the brief and ask, “Are we a fit?” If it mentions integrations, CPQ, or data, that’s our lane. Then I decide whether to get on a discovery call. I include my rates right in the proposal — that way, if they still book the call, I know the lead is qualified.
Bill: If I can write a statement of work, I will. I keep it simple: an executive summary, the scope, and the price. Then I attach a detailed SOW. Don’t write a novel. Winning proposals are clear, concise, and confident.
Bill: I usually sell blocks of time — maybe 20-hour chunks — or I’ll do a fixed bid for smaller jobs. But here’s the thing: if you’re talking about price before trust, you’ve already made a mistake. If the client trusts you, they’ll pay you. People buy confidence. Sometimes I’ll invest a couple of hours upfront to show value — not a lot, just enough to prove I can solve the problem. It pays off in the long run.
Bill: Before every call, I do a quick bit of homework. I check who I’m meeting — look them up on LinkedIn, understand their role and technical level. If I’m talking to a developer, that’s a different conversation than with a CEO or a RevOps manager. Five minutes of prep helps me tailor the call and build rapport faster.
Bill: My first question is always: “What are we doing here?” Then I listen. I want to hear the real story — not what an AI tool wrote in their project description. I ask things like: what problem are you trying to solve, who else is involved, and where are you in the process? It’s classic discovery, but it’s human. No scripts, no acronyms — just curiosity.
Brian: So after a good discovery call, what happens next?
Bill: It depends. If it’s a partner, things might go quiet while they get client approval. If it’s a direct client, I’ll usually offer a small paid block — a “let’s try this” project. That de-risks it for both sides. I send a short proposal for that initial scope, and if it goes well, we expand from there.
Bill: Sometimes clients reach back with questions even before signing — that’s a good sign. It means they already trust you. When that happens, I respond quickly and help them. Consulting is about becoming a partner, not a vendor. If you’re generous early, it often pays back tenfold.
Bill: I had a nightmare project early on — a vendor prepaid me $60K, got fired, and demanded the money back. I ended up paying it back in installments. That taught me a lot: get your paperwork tight and ask for help when something feels off. Usually, when a situation feels impossible, it’s not just your fault — it’s systemic. Don’t suffer silently; reach out for support.
Bill: I literally cold-called about 20 CPQ vendors with an Excel sheet and a phone. Only one person answered — Kevin Garrity. That conversation led to my first partnership. My first client came from a friend who said, “Sure, I’ll let you try building a CPQ.” It wasn’t perfect, but it worked — and they still use it today. That’s how Quick2Bid began — with persistence, relationships, and a phone call.
Brian: There’s so much wisdom here — from building authentic profiles to trust-based selling and discovery done right.
Bill: If I had to sum it up: respond fast, tell the truth, help first, and trust that good work comes back around.
Bill Barlas is Founder and CEO of Quick2Bid, a HubSpot Solutions Partner specializing in CPQ (Configure–Price–Quote), integration, and automation services.
He’s a Profoundly Certified Pro known for his pragmatic approach to sales and HubSpot delivery.
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